Senior Partner Manager - Microsoft

CDW UK and International priorities are:

• Be the leading integrated technology solutions provider
  to the markets we serve.

• Everything we do revolves around the customer.

• Accelerate growth of strategic services and solutions.

As an IT solutions provider, partnerships are the fundamental centre point in delivering stakeholder value.

Senior Partner Managers are accountable leaders of one of within CDW's cross technology pilar Diamond partnerships across UK & International entities. This role will be supported by the Programmes & Incentives Specialist and has a focus on delivering:

• Commercial Excellence - Deliver Sustainable YoY Profitability

• Partner Experience - Drive incremental value for our partner community.

• Sales & Customer Experience - Drive relevance across internal and external customers

These goals supported by the CDW Way, our data driven decision making, cross-departmental collaboration and a continual improvement culture.

What you will do

A Successful Senior Partner Manager will be able to demonstrate team and personal contribution in developing partnerships across Commercial Excellence, Partner Experience and Sales & Customer Experience.

Commercial Excellence KPIs Include:

• Partner & CDW Services Revenue Growth (%)

• Partner Investment Growth (PCI %)

• Partner Reinvestment Performance (%)

• Partner Programme Utilisation (£)

• Partner MOU Performance (£)

Partner Experience KPIs Include:

• Aligning with our Partner Plan & Strategy (executed and documented Goal Setting, QBRs, Business Planning and internal and external Stakeholder Mapping) and executing with sales, solutions, services, and marketing individuals ensuring CDW are expanding its network within partners.

• Partner Compliance (e.g. % Accreditations, Contracts & Certifications Completed)

• Partner ROI (% Return on Investment)

Customer & Sales Experience KPIs Include:

• Execution of Relevant Communication (Communicate CDW's Partner Pedigree, Capability & USPs, Partner Insights, incentives, events)

• Drive Seller Adoption Through Personal Brand

Continual Improvement KPIs:

• Demonstrate continual improvement for the Microsoft Practice by delivering regular improvements to enhance Partner Experience, Customer & Sales Experience and Commercial Excellence across the Practice and Solutions organisation.

ROLE RESPONSIBILITIES

Whilst the Senior Partner Manager will collaborate cross functionally with other responsible teams, the Senior Partner Manager is accountable for the partnership between CDW and the partner.

Commercial Excellence duties:

• Lead the review of partner rebate schemes and targets and informing Solutions, PPM and sales leadership regularly (and with notice) on key actions they should take to enhance partner schemes and CDW profitability. This could be on a deal-by-deal basis.

• Using Partner & Finance Reporting, the Senior Partner Manager is the rebate profitability owner of the partnership, ensuring all partner schemes are maximised and demonstrating personal and team contribution towards driving a profitability result. Particularly focus will be on large MOU investment agreements with partners.

• Negotiation and execution of Partner Commercial Agreements of our largest partnerships with the support of PPM, Solutions and Sales Leadership.

• Maximizing Partner Program Opportunity and Profitability for CDW & Sales teams

• Documenting and Driving Sales Accountability in an Agreed & Executed Partner Plan with leadership from Sales, Solutions, Marketing and OCTO Teams (Executed Goal Setting, QBRs, Business Planning and Stakeholder Mapping)

• Deep understanding of local and global partner opportunity, competitor, landscape, and actioning refresh/White spacing opportunity with Marketing, Sales & Solutions

• Overall accountable for Partner Investment across funded heads, marketing and rebates collaborating with responsible parties and leveraging partner alliances Responsible for leading partner reinvestment opportunities working with PPM, Solutions and Sales leadership.

• Working closely with OCTO, Solutions, Sales and Managed/Professional services teams to drive CDW delivered partner related services highlighting areas of opportunity to leadership and holding stakeholders accountable.

Key Partner Experience duties:

• Delivering high quality executive -level engagements (e.g. QBRs) including all key internal and external stakeholders representing CDW as the senior stakeholder at Partner and customer events.

• Collaborating with Programmes and Incentives Specialist to enhance and grow programme opportunities and revenue

• Accountable for Partner Internal and External Comms (e.g. SharePoint pages, launches, updates)

• Responsible to Articulate CDW's Strategy, Proposition, GTMs & Value Statement to a wide range of partner stakeholders with the support of sales, solutions, and marketing

• Relevant program of Partner Enablement with Sales Teams working with Enablement.

• Responsible for One Agreed, Documented and Executed Partner Plan (Executed Goal Setting, QBRs, Business Planning and Stakeholder Mapping, marketing plans) working cross functionally with business leaders across marketing, sales, solutions, and reporting/driving elevated levels of accountability/commitment from key stakeholders.

• Accountable for Partner Compliance including Accreditations, Contracts & Certifications are up to date, supporting our partner operations team where needed.

• Accountable for Partner ROI for investments made into CDW and documented governance plan and reviews.

Key Sales & Customer Experience duties:

• Leading execution of relevant Communications to sales (Communicate CDW's Partner Pedigree, Capability & USPs, Partner Insights, incentives, alliances, events) in collaboration with sales, marketing, Octo, and solutions.

• Leading Seller Adoption by building deep relationships and accountability with sales leadership with a view of enhancing sales and customer experience.

• Working with solutions, OCTO, and enablement leadership to deliver high quality, relevant partner enablement that aligns closely to CDW's Propositions and GTM Messaging and including ecosystem and alliances vendors where relevant.

• Responsible as the point of escalation for sales and customer within the partner where necessary

Continual Improvement KPIs:

• Demonstrate continual improvement for the Microsoft Practice by delivering regular improvements to Partner Experience, Customer & Sales Experience and Commercial Excellence across the Solutions org.

• Supporting, Mentoring, or coaching the Programmes and Incentives Specialist and other roles within the Practice, offering advice and sharing learnings

• Regular connections with US and Canada PPM teams to discuss best practice and global partner approach.

• Industry Experience: Understanding the channel, CDW's market, competition and how we win.

• Partner Business Management Experience: At least 5 years' experience in a Microsoft partner management role or equivalent in the IT Channel.

• The successful candidate will demonstrate:

• Ability to lead teams and large partner programs.

• Clear and articulate communication skills

• Strong intellectual capability and curiosity

• Initiative and proactivity

• A strong work ethic and resilience

• Excellent prioritisation and time-management skills

• A data-driven and analytical approach

• Ability to build and leverage networks effectively

• High emotional intelligence and people skills

• A growth mindset and openness to learning

• Strong problem-solving ability

• Results-focused execution